BTG Specialty Pharmaceuticals provides rescue medicines typically used in emergency rooms and intensive care units to treat patients for whom there are limited treatment options. We are dedicated to the development, manufacture, and commercialization of quality medicines that make a real difference to patients and their families. Our current portfolio of antidotes counteract certain snake venoms and the toxicity associated with some heart and cancer medications. BTG Specialty Pharmaceuticals is a division of Boston Scientific. To learn more, visit: btgsp.com.
The Inside Sales Representative will execute customer outreach to achieve company performance goals for product sales within the assigned territory, across targeted health care professionals, within institutional accounts. This role will support an array of promotional strategies including direct sales, lead generation, brand & disease-state awareness, clinical education, contracting pull-through, as well as ad-hoc customer touchpoints as needed.
Develop a sound understanding of the relevant product and disease area and facilitate detailed discussions with medical professionals
Manage the relevant accounts effectively through account planning, field resource coordination, supporting customer education and promotional needs and reporting
Ensure consistent, effective, and timely communication of pertinent customer information with the Territory Sales Managers and Regional Sales Managers
Demonstrate flexibility and adaptability to learning new therapeutic areas, organizational change, and channels of business
Leverage customer networks, resources, and tools via phone/web to expand connectivity, reach and interest across stakeholders
Identify, prioritize, and drive opportunities to create access, policy, programs, and processes that drive product demand
Engage targeted healthcare professionals in in-depth informational/promotional communications in accordance with BTG policies and procedures
Verify and complete required data entry including details of the customer’s responses, notes and any follow-through actions in accordance with policies and procedures
Profile and manage a targeted list of healthcare professionals and provide value-added benefits to grow product volume
Meet or exceed pre-determined call productivity & quality performance metrics
Listen and respond appropriately to customer needs and questions, thereby ensuring acceptance of, or agreement with a “call plan” objective
Maintain the required product expertise including competitive product knowledge
Demonstrate thorough knowledge of the Brands and ensure clear, concise and accurate communication of product information with target audiences using proper medical terminology
Successfully complete product training (self-study, testing, field work and classroom training and meet training expectations).
Create and maintain a positive impression with customers
Execute sales strategies in compliance with Federal Healthcare Program requirements, FDA’s promotional regulations, and BTG policies
Safeguard patient privacy and confidentiality by following the guidelines set forth in the Privacy and Security Rules of the Health Insurance Portability and Accountability Act (HIPAA)
Ensuring that all interactions and engagements are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with BTG values.
Carry out other reasonable tasks as required by the Line Manager.
Work with Senior Manager, Pharma Marketing, for strategic direction, account prioritization, script development, collateral utilization, etc.
Frequent collaboration with Field Sales (Territory Sales Managers and Regional Sales Managers)
Frequent collaboration with key internal and external stakeholders
Education and experience
Bachelor’s degree preferred
2+ years of pharmaceutical sales experience (non-scripted, documented success)
Cardiology experience preferred
Experience in direct sales (cold calling, customer service solutions, customer service)
Must have previous experience in account-based selling to organized customers such as: hospital accounts and integrated delivery networks
Working knowledge of the pharmaceutical industry
General knowledge and understanding of Federal Healthcare Program requirements and FDA’s promotional regulations
Documented track record of success in a sales role
Skills and Attributes
Excellent interpersonal, oral, and written communication skills
Planning and organization: an ability to plan and manage multiple projects
Highly organized with an ability to manage and prioritize workload in a proactive manner, providing feedback on progress and priority issues
Ability to multi-task and pivot across a diverse mix of tasks and/or product messaging
Flexible and adaptable to changing environment and priorities
Pleasant, courteous phone manner; professional presentation
Demonstrate effectiveness working independently and in team environments
Establish phone presence; commanding & disarming, ability to create rapport, network, build, and maintain productive business relationships
Demonstrate clinical and technical skills
Boston Scientific is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.